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When it comes to most sales pitches for listings in commercial real estate today, the presentation you make will be competitive. You will be up against a few other agents, all telling their version of what should be done with the property. On that basis, you only have a short time with the client to tell your story and make your pitch really ‘sexy’.

Common Problems with Property Presentations Today

So what are the problems with today’s presentations for listings? Here are the most common issues that I see:

Failure to understand the property and the client situation before the pitch is put together

Not setting the specific target audience to attract in the property promotion, and explaining to the client what you will do with that audience

Too much generic ‘marketing fluff’ without a dedicated approach to attract a real target audience of buyers or tenants as the case may be

Vague statements without real clarity for the client to ‘lock into’ and relate to how they will be helped

Attraction occurs when a connection is made to solving the client’s property problem in a clear and direct way. Make it fun and make it different. Market yourself as the best ‘solution’.

Commercial real estate presentations course by John Highman

Commercial Real Estate Attraction of the Senses

You can bring the 3 human senses together as part of that attraction process. By that I mean, sight, touch, and sound. The greater the number of senses that you can activate in the client as part of the sales and listing pitch, the easier it is to convert the listing.

Touch – Involve the client by giving them a selection of ‘hard copy’ marketing examples where they can ‘tick the boxes’ or make choices on formats, campaign strategy, and layout.

Sound – Make clear recommendations about their property in the local market and the target audience of buyers or tenants using comparisons and stories about other challenges faced by similar clients. Perhaps you can also use a video on your smartphone with visuals and sound taken from a recent property inspection.

You have probably now got their attention. Don’t you agree?

What you are doing here with these 3 simple listing strategies is take the clients property and make it a significant part of your presentation, far more so than most of your competitors. Top agents take this extra level of interaction and connect with the client completely across all bases and opportunities using all the senses. They tell stories and they engage. Are you ready for the challenge?

The secret to winning a property presentation is in the involvement, relevance and realism that you create. Bring all of the clients ‘senses’ into the sales pitch for the listing.

Disclaimer

Note: This is a global coaching and training facility for commercial real estate brokers and agents Worldwide. The information provided here is general in nature and will not have specific relevance to your location, property types, properties, clients, transactions, and laws. Further to that, not everyone will get the same results as others in commercial real estate. The results you achieve using this material and or content will come down to your focus, knowledge, skills, commitment, market place, and actions; we do not provide any guarantees on your results in any way. It is all up to you. Improvement is a personal thing. Your country, city, and local property laws will also have an impact on what you do and achieve in commercial real estate. Ensure that you research and implement all those local matters in addition to studying and using the content of this website.